Sales & Marketing

Articles, expert interviews, self-assessments, relevant research, the latest trends in Sales and Marketing and a customized “Sales and Marketing Tool Kit” to help you achieve your business goals. PLUS links to AMA’s seminars, books and wide range of learning resources.

	Is Your Sales Team Creating Real Differentiation? Although it is often all too easy for competitors to quickly duplicate even the most unique product features, it is still possible for a supplier to create a differentiated offering by creating individualized customer value.

Additional Sales & Marketing Articles of Interest:

• Build Your Brand without Breaking Your Budget Is it possible to build your brand without spending a bundle? You bet. Step one: get crystal clear about what your brand stands for.

• The Best Way to Survive Hard Times: Build Strong Business Relationships Looking for an edge to preserve your market share? Make sure your salespeople’s relationship-building skills are up to snuff.

• Keeping Your Customers During Tough Times Today, your prospective customers may be downsizing and focusing on cost more than they did in the past. So your sales reps’ must make sure they’re effectively meeting the needs of current, loyal customers.

• How to Create Happy Employees and Customers: Eliminate Indifference The top-rated customer service companies all have one thing in common: they use core values to eliminate indifference in the workplace. As Ed Horrell explains, it all beings with kindness.

• To Get Through the Downturn, Get Aggressive about Marketing It's the best way to keep profits flowing during tough times or any time: embracing aggressive, multichannel marketing strategies. Your customers are out there, but they can’t buy if they don’t know about your products or services.

• A Socratic Approach to Successful Selling Each sales situation is unique, but one constant remains: the customer should have more air time than the salesperson. Savvy salespeople can use the Socratic Method to create a meaningful dialog with their customers.

• Customer Service Survival Tips Step #1 to survive the downturn: let your customers know how much you value them.

• Six Truths about Really Putting the Customer First Creating a truly customer-centric company is easier said than done. Fortunately, the cost involved in making the transformation is surprisingly low, while the returns are limitless.

• Famous Objections and How to Overcome Them Experienced salespersons have heard every objection in the book. Here are some red-hot ways to overcome them, from the author of Red-Hot Cold Call Selling.

• The Power of Belief If you want to succeed at sales, first strengthen your belief system.